Channel Sales Director

6 days ago

Charlotte, North Carolina, United States Finexio Full time
About the Role

Finexio is a leading provider of Accounts Payable (AP) Payments as a Service, revolutionizing the way businesses process and receive B2B payments. As a Channel Sales Manager, you will play a critical role in driving business growth within defined partner accounts, fostering new relationships with leading software and professional services companies to resell Finexio's innovative payment solutions.

Key Responsibilities
  • Drive concerted channel sales and business development efforts to win new business relationships, covering the entire sales cycle from prospecting to deal closure.
  • Hunt aggressively to identify, generate interest, and establish initial conversations with channel partners' end-customers.
  • Listen intently to partner's needs and requirements to provide the best advice and solution design recommendations, guiding a successful business proposal for the partner, end-customer, and Finexio.
  • Develop internal and external management presentations, partnership economic models, and partnership proposal documents.
  • Attend conferences, engage with industry professionals, and creatively partner with the marketing department on campaign ideas to support business goals of channel partner bookings & revenue.
  • Develop ad hoc, custom PowerPoint or Excel models to support partnership and business development efforts.
  • Become a subject matter expert in Finexio's business, AP B2B payments, credit card, and payment processing by voraciously reading, researching, and asking questions amongst colleagues, partners, customers, and industry contacts.
  • Actively develop and foster strong internal relationships with marketing, onboarding, account management, product development, technology, operations, and supplier enablement teams to align all relevant Finexio resources when appropriate to win and develop new business that meets Finexio requirements for ideal customers.
  • Manage a partner pipeline using the Finexio partner sales process, including Salesforce for pipeline management, participating in sales pipeline reviews, and partner sales forecasting.
  • Conduct market analysis to position Finexio's services competitively.
  • Create comprehensive documentation and training materials tailored for channel partners and their end-users.
Requirements
  • 5+ years of experience working with channel partners and resellers.
  • 5+ years of payment industry experience.
  • Experience selling, training, and/or supporting B2B solutions.
  • Experience working in a business environment with growth rates above 50% per year or more.
  • Demonstrated ability for executive and associate-level communication and presentation skills.
  • Track record of successfully managing multiple projects, project SOW, and action planning, and fielding escalations.
  • Positive, can-do attitude combined with an ability to manage customer expectations and be assertive and persuasive.
  • Ability to manage multiple competing priorities, rapidly adapt, and respond to customer requests and timeline changes.
  • Entrepreneurial mindset; you're a builder and passionate about developing processes and process improvement.
Technical Requirements
  • Can read and understand technical flow and data diagrams.
  • Be able to understand client technology requirements and convey those to Finexio product and technology teams.
  • Must have Salesforce experience.
  • Experience with project management planning & reporting tools.
Other Requirements
  • Undergraduate degree required.
  • This role is a remote position and will be required to work Eastern time zone hours.
  • Willingness to occasionally work beyond regular office hours when needed; travel is required.
Cultural Requirements
  • Must truly desire to work in a fast-paced, startup environment.
  • Naturally collaborative, prefers to work with teams vs. alone.
  • Loves coming to work every day and working on new challenges.
  • Embraces transparency and open discussion of problems, often proposing possible solutions to challenges or barriers to growth.
  • Strong desire to delight customers in all that we do.
  • Open to learning and gaining exposure to new ideas, concepts, unfamiliar business models, and ways of thinking and working.
  • Interest in dramatically changing the way business payments is made in the US.

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